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The engineer’s guide to your first enterprise deal

You built something people want. Now someone from a Fortune 500 wants to talk. Here’s what to expect — and what nobody tells you.

The myth that you need to be extroverted, charismatic, or aggressive to sell is exactly that — a myth. Here’s what actually matters.

Enterprise deals rarely have one decision-maker. Understanding the web of influence is what separates deals that close from deals that stall.

Trust isn’t built through rapport-building techniques. It’s built through clarity, competence, and genuine curiosity about the buyer’s world.

The best founders I know don’t sell their product. They help prospects understand their own problem — and the solution becomes obvious.

Most sellers rush past discovery to get to the pitch. But the best enterprise conversations never feel like a pitch at all.